Senior Director of Growth and Capture (NSD)
Harmonia | Revolutional, Mc Lean, VA, United States
Senior Director of Growth and Capture (NSD)
This role supports Revolutional's National Security & Defense (NSD) business unit, focused on expanding presence across but not limited to DHS, DoS, and adjacent national security agencies.
The portfolio is entering a critical growth phase, positioning and furthering into sustained full-and-open competition. Success requires disciplined capture execution, strong customer engagement, and the ability to align technical differentiation with mission priorities.
The core challenge: building and executing a scalable growth engine that consistently wins complex, competitive pursuits in the $25M$250M+ range.
Position Description
As Sr. Director of Growth & Capture, you will own end-to-end growth strategy and capture execution across the NSD portfolio.
This is a leadership role with accountability for pipeline development, opportunity shaping, capture strategy, and win execution. You will operate at the intersection of business development, capture, and leadership, driving pursuits from early shaping through award.
You are expected to move beyond opportunity management, building repeatable capture discipline, strengthening competitive positioning, and increasing win rates across the portfolio.
Responsibilities
Lead capture strategy and execution for complex, full-and-open pursuits across National Security & Defense accounts
Shape opportunities prior to solicitation through direct engagement with SES-level, acquisition, and mission stakeholders
Develop and execute capture plans, including black hat analyses, price-to-win strategies, and executive briefings
Drive pipeline growth by identifying, qualifying, and advancing strategic opportunities
Align technical, management, and pricing strategies to maximize probability of win
Build and manage strategic teaming relationships aligned with customer mission needs
Conduct competitive intelligence using GovWin, budget data, and acquisition tools
Partner with executive leadership, CTO, and delivery teams to position differentiated solutions
Lead gate reviews and ensure disciplined capture execution across all phases
Track and improve win rates through data-driven insights and lessons learned
Mentor and develop capture professionals, building scalable growth infrastructure
Environment
Federal acquisition lifecycle (pre-RFP shaping through award)
Full-and-open competitive environments ($25M$250M+)
National Security & Defense mission domains (DHS, DoS, related agencies)
Digital modernization, cloud, cybersecurity, and AI/ML solution areas
Growth and capture platforms (GovWin, Salesforce/TechnoMile, market intelligence tools)
What You Bring (Requirements)
Baseline Requirements
U.S. Citizenship required
Ability to obtain and maintain a Top-Secret clearance (active TS preferred)
1015+ years of experience in federal growth, capture, or business development roles, specifically in the National Security and Defense market
Proven experience leading captures for $25M+, preferably larger, federal opportunities in the full and open market
Technical Capabilities
Demonstrated success leading full-and-open competitive captures
Strong understanding of federal acquisition lifecycle and procurement strategies
Experience developing capture plans, win strategies, and competitive positioning
Experience engaging senior government stakeholders (SES-level and acquisition leadership)
Proficiency with GovWin, Salesforce/TechnoMile, and federal market intelligence tools
Ability to align technical solutions with mission needs and acquisition strategies
Core Strengths
Strong ownership mindset with accountability for revenue growth and win outcomes
Executive presence with ability to influence internal and external stakeholders
Strategic thinking combined with disciplined execution
Ability to operate in competitive, ambiguous environments and drive clarity
Proven ability to build, scale, and improve capture processes and teams
Nice to Have (Differentiators)
Active Top-Secret clearance
Background in cloud, cybersecurity, AI/ML, or digital modernization solutions
Experience building or scaling capture organizations and mentoring teams
This role supports Revolutional's National Security & Defense (NSD) business unit, focused on expanding presence across but not limited to DHS, DoS, and adjacent national security agencies.
The portfolio is entering a critical growth phase, positioning and furthering into sustained full-and-open competition. Success requires disciplined capture execution, strong customer engagement, and the ability to align technical differentiation with mission priorities.
The core challenge: building and executing a scalable growth engine that consistently wins complex, competitive pursuits in the $25M$250M+ range.
Position Description
As Sr. Director of Growth & Capture, you will own end-to-end growth strategy and capture execution across the NSD portfolio.
This is a leadership role with accountability for pipeline development, opportunity shaping, capture strategy, and win execution. You will operate at the intersection of business development, capture, and leadership, driving pursuits from early shaping through award.
You are expected to move beyond opportunity management, building repeatable capture discipline, strengthening competitive positioning, and increasing win rates across the portfolio.
Responsibilities
Lead capture strategy and execution for complex, full-and-open pursuits across National Security & Defense accounts
Shape opportunities prior to solicitation through direct engagement with SES-level, acquisition, and mission stakeholders
Develop and execute capture plans, including black hat analyses, price-to-win strategies, and executive briefings
Drive pipeline growth by identifying, qualifying, and advancing strategic opportunities
Align technical, management, and pricing strategies to maximize probability of win
Build and manage strategic teaming relationships aligned with customer mission needs
Conduct competitive intelligence using GovWin, budget data, and acquisition tools
Partner with executive leadership, CTO, and delivery teams to position differentiated solutions
Lead gate reviews and ensure disciplined capture execution across all phases
Track and improve win rates through data-driven insights and lessons learned
Mentor and develop capture professionals, building scalable growth infrastructure
Environment
Federal acquisition lifecycle (pre-RFP shaping through award)
Full-and-open competitive environments ($25M$250M+)
National Security & Defense mission domains (DHS, DoS, related agencies)
Digital modernization, cloud, cybersecurity, and AI/ML solution areas
Growth and capture platforms (GovWin, Salesforce/TechnoMile, market intelligence tools)
What You Bring (Requirements)
Baseline Requirements
U.S. Citizenship required
Ability to obtain and maintain a Top-Secret clearance (active TS preferred)
1015+ years of experience in federal growth, capture, or business development roles, specifically in the National Security and Defense market
Proven experience leading captures for $25M+, preferably larger, federal opportunities in the full and open market
Technical Capabilities
Demonstrated success leading full-and-open competitive captures
Strong understanding of federal acquisition lifecycle and procurement strategies
Experience developing capture plans, win strategies, and competitive positioning
Experience engaging senior government stakeholders (SES-level and acquisition leadership)
Proficiency with GovWin, Salesforce/TechnoMile, and federal market intelligence tools
Ability to align technical solutions with mission needs and acquisition strategies
Core Strengths
Strong ownership mindset with accountability for revenue growth and win outcomes
Executive presence with ability to influence internal and external stakeholders
Strategic thinking combined with disciplined execution
Ability to operate in competitive, ambiguous environments and drive clarity
Proven ability to build, scale, and improve capture processes and teams
Nice to Have (Differentiators)
Active Top-Secret clearance
Background in cloud, cybersecurity, AI/ML, or digital modernization solutions
Experience building or scaling capture organizations and mentoring teams